Examining The Effects of Salespeople’s Personality Traits And Personal Values on Sales Performance

Yıl 2024, Cilt: 6 Sayı: 1, 27 – 36, 30.06.2024

Eda İlhan

https://doi.org/10.47138/jeaa.1468329

Öz

This research delves deeply into the multifaceted aspects influencing salesperson performance, particularly exploring the interconnected roles of personality traits, personal values, customer orientation, and creativity. Personality traits, such as Extraversion and Conscientiousness, have emerged as crucial elements linked to sales success across various industries. Extraversion, characterized by sociability, self-confidence, and ambition, fosters robust interpersonal relationships and effective teamwork, especially in roles where collaboration and communication are paramount. On the other hand, Conscientiousness, marked by traits like diligence, reliability, and attention to detail, proves instrumental in handling complex tasks, maintaining high standards, and navigating intricate interpersonal dynamics within sales environments. This study recognizes the dynamic nature of personal values, influenced by cultural backgrounds, upbringing, and life experiences. These guiding principles influence decision-making, goal-setting, and behavior, significantly impacting sales performance. By acknowledging the interplay between personality traits and personal values, this research aims to uncover nuanced insights into how individuals’ intrinsic motivations and beliefs contribute to their success in sales roles. A comprehensive analysis of these basic concepts aims to provide actionable recommendations for sales management strategies.

Anahtar Kelimeler

Personality Traits, Personal Values, Sales Performance

Kaynakça

  • Aytaç S. (2001). Örgütsel Davranış Açısından Kişiliğin Önemi, Endüstri İlişkileri ve İnsan Kaynakları Dergisi, Vol. 3, No. 1, pp. 1.
  • Barrick M. R., Mount M. K. (1991). The Big Five Personality Dimensions And Job Performance: A Meta-Analysis, Personnel Psychology, Vol. 44, pp. 1-26.
  • Barrick M. R., Mount M. K. and Judge T. A. (2001). Personality and Performance at the Beginning of the New Millennium: What Do We Know and Where Do We Go Next?, International Journal Of Selection And Assessment, Vol. 9, pp. 9-30.
  • Barrick M. R., Stewart G. L., Piotrowski M. (2002). Personality and Job Performance: Test of the Mediating Effects of Motivation Among Sales Representatives, Journal of Applied Psychology, Vol. 87, No. 1, pp. 43-51.
  • Bartkus K. R., Peterson M. F. and Bellenger D. N. (1989). Type a Behavior, Experience, and Salesperson Performance, The Journal of Personal Selling and Sales Management, Summer, Vol. 9 No. 2, pp. 11-18.
  • Becker Jan-M., Klein K. and Wetzels M. (2012). Hierarchical Latent Variable Models in PLS-SEM: Guidelines for Using Reflective-Formative Type Models, Long Range Planning, Vol. 45, pp. 359-394.
  • Behrman D. N., Perreault W. D. (1982). Measuring the Performance of Industrial Salespersons, Journal of Business Research, Vol. 10, pp. 355-370.
  • Biong H. and Selnes F. (1997). The Strategic Role of the Salesperson in Established Buyer-Seller Relationships, Journal of Business-to-Business Marketing, Vol. 3 No. 3, pp. 39-78.
  • Butcher James N. (2009). Oxford Handbook of Personality Assessment, Oxford University Press, Inc.
  • Deeter-Schmelz D. R. and Sojka J. Z. (2007). Personality Traits and Sales Performance: Exploring Differential Effects of Need For Cognition and SelfMonitoring, Journal of Marketing Theory and Practice, Vol. 15 No. 2, pp. 145-157.
  • Demirutku K., Sümer N. (2010). Temel Değerlerin Ölçümü: Portre Değerler Anketinin Türkçe Uyarlaması, Türk Psikoloji Yazıları, Vol. 13, No. 25, pp. 17-25.
  • Doğan D. (2019). SmartPLS ile Veri Analizi, 2. Baskı, Zet Yayınları: Ankara.
  • Dollinger S. J., Leong F. T. L., Ulicni S. K. (1996). On Traits and Values: With Special Reference to Openness to Experience, Journal of Research In Personality, Vol. 30, pp. 23-41.
  • Furnham A., Fudge C. (2008). The Five FactorModel of Personality and Sales Performance, Journal of Individual Differences, Vol. 29 No. 1, pp. 11-16.
  • Hair J. F., Hult G.Tomas M., Ringle Christion M., Sarstedt M. (2014). A Primer On Partial Least Squares Structural Equation Modeling (Pls-Sem), SAGE Publications Ltd.
  • Hair, J. F., Sarstedt, M., Ringle, C. M., and Gudergan, S. P. (2018). Advanced Issues in Partial Least Squares Structural Equation Modeling (PLS-SEM). Thousand Oaks, CA: Sage.
  • Hau Le N., Thuy P. N. (2012). Impact Of Service Personal Values on Service Value And Customer Loyalty: A Cross- Service Industry Study, Service Business An International Journal,Vol. 6 No. 2, pp. 137-155.
  • Henseler J., Ringle C. M., Sarstedt M. (2015). A new criterion for assessing discriminant validity in variance-based structural equation modeling, J. of the Acad. Mark. Sci., Vol. 43, pp. 115-135.
  • Herjanto H., Franklin D. (2019). Investigating salesperson performance factors: A systematic review of the literature on the characteristics of effective salespersons, Australasian Marketing Journal, pp. 104-112.
  • Horzum M. B., Ayas T., Padır M. A. (2017). Beş Faktör Kişilik Ölçeğinin Türk Kültürüne Uyarlanması, Sakarya University Journal of Education, Vol. 7 No. 2, pp. 398-408.
  • Hurtz G. M., Donovan J. J. (2000). Personality and Job Performance: The Big Five Revisited, Journal of AppliedPsychology, Vol. 85 No. 6, pp. 869-879.
  • Judge T. A., Zapata C. P. (2014). The Person-Situation Debate Revisited: Effect of Situation Strength And Trait Activation On The Validity Of The Big Five Personality Traits In Predicting Job Performance, Academy of Management Journal, pp. 1-78.
  • Klinger R., Mallon M. (2015). Personality and Values at Work, International Encyclopedia of the Social and Behavioral Sciences, 2nd edition, Vol 17, pp. 821-826.
  • Luk C. L., Bond M. H. (1993). Personality Variation And Values Endorsement In Chinese University Students, Person Iindiuid. Diff., Vol. 14, No. 3, pp. 429-437.
  • Mahlamäki T., Uusitalo O., Ojala M. (2014). The Influence Of Personality On The Job Performance Of Key Account Managers, Work in Progress Paper, pp. 1-13.
  • Mccrae R. R., Costa P. T. (1992). Discriminant Validity of NEO-PIR Facet Scales, Educational and Psychological Measurement, Vol. 52, pp. 229-237.
  • Mehrabi J., Noorbakhash K., Shoja M., Karım M. (2012). Impact of Customer Orientation and Sales Orientation on Sales' Performance in International Market of Bilehsavar County, International Journal of Business and Social Science, Vol. 3 No. 17, pp. 216-222.
  • Myszkowski N., Storme M., Tavani J.-L. (2019). Are Reflective Models Appropriate for Very Short Scales? Proofs of Concept of Formative Models Using The Ten‐Item Personality Inventory, Journal of Personality, Vol. 87 No. 2, pp. 363-372.
  • Parks L., Guay R. P. (2009). Personality, Values, and Motivation, Personality and Individual Differences, Vol. 47, pp. 675-684.
  • Parks L., Guay R. P. (2012). Can Personal Values Predict Performance? Evidence in an Academic Setting, Applied Psychology: An International Review, Vol. 61 No.1, pp. 149-173.
  • Parks-Leduc L., Feldman G., Bardi A. (2015). Personality Traits and Personal Values: A Meta-Analysis, Personality and Social Psychology Review, Vol. 19 No.1, pp. 3-29.
  • Rammstedt B., John O. P. (2007). Measuring Personality In One Minute or Less: A 10-Item Short Version of The Big Five Inventory In English and German, Journal of Research In Personality, Vol. 41, pp. 203–212.
  • Roccas S., Sagiv L., Schwartz S. H., Knafo A. (2002). The Big Five Personality Factors and Personal Values, Personality and Social Psychology Bulletin, Vol. 28, pp. 789-801.
  • Rokeach M. (1973), The Nature of Human Values, New York: Free Press.
  • Rothmann, S. & Coetzer, E. (2003). The Big Five Personality Dimensions and Job Performance. South African Journal of Industrial Psychology. 29. 68-74. 10.4102/sajip.v29i1.88.
  • Sarstedt M., Ringle C. M., Hair J. F. (2017). Partial Least Squares Structural Equation Modeling, C. Homburg et al. (eds.), Handbook of Market Research, Heidelberg: Springer, pp. 1-40.
  • Schwartz S. H. (2015), Basic Individual Values: Sources and Consequences, In D. Sander and T. Brosch (Eds.),
  • Sujan, H., Weitz, B. A., & Kumar, N. (1994). Learning orientation, working smart, and effective selling. Journal of Marketing, 58, 39-52. Handbook of value. Oxford: UK, Oxford University Press.
  • Swenson M. J., Herche J. (1994). Social Values and Salesperson Performance: An Empirical Examination, Journal of the Academy of Marketing Science, Vol. 22, pp. 283-289.
  • Strutton D., Pelton L. E., Lumpkin J. R. (1995). Personality Characteristics and Sales People's Choice of Coping Strategies, Journal of the Academy of Marketing Science, Vol. 23, No. 2, pp. 132-140.
  • Vinchur A. J., Schippmann J. S., Switzer F. S., Roth P. L. (1998). A Meta-Analytic Review of Predictors of Job Performance for Salespeople, Journal of Applied Psychology, Vol. 83. No. 4, pp. 586-597.
  • Yılmaz C., Shelby D. H. (2001). Salesperson Cooperation: The Influence of Relational, Task, Organizational, and Personal Factors, Journal of the Academy of Marketing Science, Vol. 29 No. 4, pp. 335-357.
  • Yu T., Yu T.-K. (2017). The Moderating Effects of Students’ Personality Traits on Pro-Environmental Behavioral Intentions in Response to Climate Change, Int. J. Environ. Res. Public Health, Vol. 14, 1472, pp. 1-20.
  • Waheed A., Yang J. and Webber J. (2017). The Effect of Personality Traits on Sales Performance: An Empirical Investigation to Test the Five-Factor Model (FFM) in Pakistan, Interdisciplinary Journal of Information, Knowledge, and Management, Vol. 12, pp. 139-157.
  • Weeks W. A., Kahle L. R. (1990). Social Values and Salespeople’s Effort, Journal of Business Research, Vol. 20, pp. 183-190.

Kişilik Özellikleri ve Kişisel Değerlerin Satış Performansına Etkisinin İncelenmesi

Yıl 2024, Cilt: 6 Sayı: 1, 27 – 36, 30.06.2024

Eda İlhan

https://doi.org/10.47138/jeaa.1468329

Öz

Bu araştırma, özellikle kişilik özelliklerinin, kişisel değerlerin, müşteri odaklılığın ve yaratıcılığın birbiriyle bağlantılı rollerini araştırarak, satış elemanı performansını etkileyen çok yönlü yönleri derinlemesine inceliyor. Dışadönüklük ve Özdenetim/Sorumluluk gibi kişilik özellikleri, çeşitli sektörlerde satış başarısıyla bağlantılı önemli unsurlar olarak ortaya çıkmaktadır. Sosyallik, kendine güven ve hırsla karakterize edilen dışadönüklük, özellikle işbirliği ve iletişimin çok önemli olduğu rollerde kişiler arası güçlü ilişkileri ve etkili ekip çalışmasını teşvik eder. Öte yandan, çalışkanlık, güvenilirlik ve detaylara dikkat gibi özelliklerle ifade edilen, Özdenetim/Sorumluluk karmaşık görevlerin yerine getirilmesinde, yüksek standartların korunmasında ve satış ortamlarında karmaşık kişilerarası dinamiklerin yönetilmesinde etkili olmaktadır. Bu çalışma, kültürel geçmişlerden, yetiştirilme tarzından ve yaşam deneyimlerinden etkilenen kişisel değerlerin dinamik doğasını kabul etmektedir. Bu yol gösterici ilkeler karar almayı, hedef belirlemeyi ve davranışı etkileyerek satış performansını önemli ölçüde etkiler. Bu araştırma, kişilik özellikleri ile kişisel değerler arasındaki etkileşimi kabul ederek, bireylerin içsel motivasyonlarının ve inançlarının satış rollerindeki başarılarına nasıl katkıda bulunduğuna dair fikirleri ortaya çıkarmayı amaçlamaktadır. Bu temel kavramların kapsamlı bir analizi yoluyla, satış yönetimi stratejileri için uygulanabilir öneriler sağlamak amaçlanmaktadır.

Anahtar Kelimeler

Kişilik Özellikleri, kişisel Değerler, Satış Performansı

Kaynakça

  • Aytaç S. (2001). Örgütsel Davranış Açısından Kişiliğin Önemi, Endüstri İlişkileri ve İnsan Kaynakları Dergisi, Vol. 3, No. 1, pp. 1.
  • Barrick M. R., Mount M. K. (1991). The Big Five Personality Dimensions And Job Performance: A Meta-Analysis, Personnel Psychology, Vol. 44, pp. 1-26.
  • Barrick M. R., Mount M. K. and Judge T. A. (2001). Personality and Performance at the Beginning of the New Millennium: What Do We Know and Where Do We Go Next?, International Journal Of Selection And Assessment, Vol. 9, pp. 9-30.
  • Barrick M. R., Stewart G. L., Piotrowski M. (2002). Personality and Job Performance: Test of the Mediating Effects of Motivation Among Sales Representatives, Journal of Applied Psychology, Vol. 87, No. 1, pp. 43-51.
  • Bartkus K. R., Peterson M. F. and Bellenger D. N. (1989). Type a Behavior, Experience, and Salesperson Performance, The Journal of Personal Selling and Sales Management, Summer, Vol. 9 No. 2, pp. 11-18.
  • Becker Jan-M., Klein K. and Wetzels M. (2012). Hierarchical Latent Variable Models in PLS-SEM: Guidelines for Using Reflective-Formative Type Models, Long Range Planning, Vol. 45, pp. 359-394.
  • Behrman D. N., Perreault W. D. (1982). Measuring the Performance of Industrial Salespersons, Journal of Business Research, Vol. 10, pp. 355-370.
  • Biong H. and Selnes F. (1997). The Strategic Role of the Salesperson in Established Buyer-Seller Relationships, Journal of Business-to-Business Marketing, Vol. 3 No. 3, pp. 39-78.
  • Butcher James N. (2009). Oxford Handbook of Personality Assessment, Oxford University Press, Inc.
  • Deeter-Schmelz D. R. and Sojka J. Z. (2007). Personality Traits and Sales Performance: Exploring Differential Effects of Need For Cognition and SelfMonitoring, Journal of Marketing Theory and Practice, Vol. 15 No. 2, pp. 145-157.
  • Demirutku K., Sümer N. (2010). Temel Değerlerin Ölçümü: Portre Değerler Anketinin Türkçe Uyarlaması, Türk Psikoloji Yazıları, Vol. 13, No. 25, pp. 17-25.
  • Doğan D. (2019). SmartPLS ile Veri Analizi, 2. Baskı, Zet Yayınları: Ankara.
  • Dollinger S. J., Leong F. T. L., Ulicni S. K. (1996). On Traits and Values: With Special Reference to Openness to Experience, Journal of Research In Personality, Vol. 30, pp. 23-41.
  • Furnham A., Fudge C. (2008). The Five FactorModel of Personality and Sales Performance, Journal of Individual Differences, Vol. 29 No. 1, pp. 11-16.
  • Hair J. F., Hult G.Tomas M., Ringle Christion M., Sarstedt M. (2014). A Primer On Partial Least Squares Structural Equation Modeling (Pls-Sem), SAGE Publications Ltd.
  • Hair, J. F., Sarstedt, M., Ringle, C. M., and Gudergan, S. P. (2018). Advanced Issues in Partial Least Squares Structural Equation Modeling (PLS-SEM). Thousand Oaks, CA: Sage.
  • Hau Le N., Thuy P. N. (2012). Impact Of Service Personal Values on Service Value And Customer Loyalty: A Cross- Service Industry Study, Service Business An International Journal,Vol. 6 No. 2, pp. 137-155.
  • Henseler J., Ringle C. M., Sarstedt M. (2015). A new criterion for assessing discriminant validity in variance-based structural equation modeling, J. of the Acad. Mark. Sci., Vol. 43, pp. 115-135.
  • Herjanto H., Franklin D. (2019). Investigating salesperson performance factors: A systematic review of the literature on the characteristics of effective salespersons, Australasian Marketing Journal, pp. 104-112.
  • Horzum M. B., Ayas T., Padır M. A. (2017). Beş Faktör Kişilik Ölçeğinin Türk Kültürüne Uyarlanması, Sakarya University Journal of Education, Vol. 7 No. 2, pp. 398-408.
  • Hurtz G. M., Donovan J. J. (2000). Personality and Job Performance: The Big Five Revisited, Journal of AppliedPsychology, Vol. 85 No. 6, pp. 869-879.
  • Judge T. A., Zapata C. P. (2014). The Person-Situation Debate Revisited: Effect of Situation Strength And Trait Activation On The Validity Of The Big Five Personality Traits In Predicting Job Performance, Academy of Management Journal, pp. 1-78.
  • Klinger R., Mallon M. (2015). Personality and Values at Work, International Encyclopedia of the Social and Behavioral Sciences, 2nd edition, Vol 17, pp. 821-826.
  • Luk C. L., Bond M. H. (1993). Personality Variation And Values Endorsement In Chinese University Students, Person Iindiuid. Diff., Vol. 14, No. 3, pp. 429-437.
  • Mahlamäki T., Uusitalo O., Ojala M. (2014). The Influence Of Personality On The Job Performance Of Key Account Managers, Work in Progress Paper, pp. 1-13.
  • Mccrae R. R., Costa P. T. (1992). Discriminant Validity of NEO-PIR Facet Scales, Educational and Psychological Measurement, Vol. 52, pp. 229-237.
  • Mehrabi J., Noorbakhash K., Shoja M., Karım M. (2012). Impact of Customer Orientation and Sales Orientation on Sales' Performance in International Market of Bilehsavar County, International Journal of Business and Social Science, Vol. 3 No. 17, pp. 216-222.
  • Myszkowski N., Storme M., Tavani J.-L. (2019). Are Reflective Models Appropriate for Very Short Scales? Proofs of Concept of Formative Models Using The Ten‐Item Personality Inventory, Journal of Personality, Vol. 87 No. 2, pp. 363-372.
  • Parks L., Guay R. P. (2009). Personality, Values, and Motivation, Personality and Individual Differences, Vol. 47, pp. 675-684.
  • Parks L., Guay R. P. (2012). Can Personal Values Predict Performance? Evidence in an Academic Setting, Applied Psychology: An International Review, Vol. 61 No.1, pp. 149-173.
  • Parks-Leduc L., Feldman G., Bardi A. (2015). Personality Traits and Personal Values: A Meta-Analysis, Personality and Social Psychology Review, Vol. 19 No.1, pp. 3-29.
  • Rammstedt B., John O. P. (2007). Measuring Personality In One Minute or Less: A 10-Item Short Version of The Big Five Inventory In English and German, Journal of Research In Personality, Vol. 41, pp. 203–212.
  • Roccas S., Sagiv L., Schwartz S. H., Knafo A. (2002). The Big Five Personality Factors and Personal Values, Personality and Social Psychology Bulletin, Vol. 28, pp. 789-801.
  • Rokeach M. (1973), The Nature of Human Values, New York: Free Press.
  • Rothmann, S. & Coetzer, E. (2003). The Big Five Personality Dimensions and Job Performance. South African Journal of Industrial Psychology. 29. 68-74. 10.4102/sajip.v29i1.88.
  • Sarstedt M., Ringle C. M., Hair J. F. (2017). Partial Least Squares Structural Equation Modeling, C. Homburg et al. (eds.), Handbook of Market Research, Heidelberg: Springer, pp. 1-40.
  • Schwartz S. H. (2015), Basic Individual Values: Sources and Consequences, In D. Sander and T. Brosch (Eds.),
  • Sujan, H., Weitz, B. A., & Kumar, N. (1994). Learning orientation, working smart, and effective selling. Journal of Marketing, 58, 39-52. Handbook of value. Oxford: UK, Oxford University Press.
  • Swenson M. J., Herche J. (1994). Social Values and Salesperson Performance: An Empirical Examination, Journal of the Academy of Marketing Science, Vol. 22, pp. 283-289.
  • Strutton D., Pelton L. E., Lumpkin J. R. (1995). Personality Characteristics and Sales People's Choice of Coping Strategies, Journal of the Academy of Marketing Science, Vol. 23, No. 2, pp. 132-140.
  • Vinchur A. J., Schippmann J. S., Switzer F. S., Roth P. L. (1998). A Meta-Analytic Review of Predictors of Job Performance for Salespeople, Journal of Applied Psychology, Vol. 83. No. 4, pp. 586-597.
  • Yılmaz C., Shelby D. H. (2001). Salesperson Cooperation: The Influence of Relational, Task, Organizational, and Personal Factors, Journal of the Academy of Marketing Science, Vol. 29 No. 4, pp. 335-357.
  • Yu T., Yu T.-K. (2017). The Moderating Effects of Students’ Personality Traits on Pro-Environmental Behavioral Intentions in Response to Climate Change, Int. J. Environ. Res. Public Health, Vol. 14, 1472, pp. 1-20.
  • Waheed A., Yang J. and Webber J. (2017). The Effect of Personality Traits on Sales Performance: An Empirical Investigation to Test the Five-Factor Model (FFM) in Pakistan, Interdisciplinary Journal of Information, Knowledge, and Management, Vol. 12, pp. 139-157.
  • Weeks W. A., Kahle L. R. (1990). Social Values and Salespeople’s Effort, Journal of Business Research, Vol. 20, pp. 183-190.

Toplam 45 adet kaynakça vardır.

Ayrıntılar

Birincil Dil İngilizce
Konular Pazarlama (Diğer)
BölümAraştırma Makaleleri
Yazarlar

Eda İlhan Bir kuruma bağlı değildir 0000-0002-5626-3294 Türkiye

Yayımlanma Tarihi30 Haziran 2024
Gönderilme Tarihi15 Nisan 2024
Kabul Tarihi26 Haziran 2024
Yayımlandığı Sayı Yıl 2024 Cilt: 6 Sayı: 1

Kaynak Göster

APAİlhan, E. (2024). Examining The Effects of Salespeople’s Personality Traits And Personal Values on Sales Performance. İktisadi Ve İdari Yaklaşımlar Dergisi, 6(1), 27-36. https://doi.org/10.47138/jeaa.1468329

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